Sales Director

Our client is a leading international technology company specializing in advanced Workforce Management (WFM) solutions.

The Sales Director will lead the commercial expansion of the company in Spain, building a high-performing sales organization and positioning the company as a key player in the Workforce Management market.

Responsibilities

• Define, execute, and adjust the commercial strategy for Spain, aligned with the global direction of the company.
• Identify and prioritize key market segments (retail, healthcare, manufacturing, logistics, services, etc.) and target accounts (enterprise and mid-market).
• Develop and lead the strategy for new client acquisition as well as growth within existing accounts (upselling and cross-selling).
• Conduct market, competitor, and industry analysis to identify opportunities, risks, and trends within the Workforce Management space.
• Prepare the national sales budget, revenue forecasts, and pipeline reports, providing regular updates to senior leadership.
• Lead the full sales cycle: prospecting, qualification, discovery, product demos (in collaboration with pre-sales), value proposition, negotiation, and closing.
• Ensure a consultative sales approach, connecting product capabilities with concrete business challenges (productivity, compliance, employee well-being, cost optimization, etc.).
• Collaborate closely with pre-sales, consulting, delivery, and support teams to ensure a successful implementation and an excellent customer experience.
• Actively participate in tenders, RFPs/RFQs, and complex procurement processes with large enterprises and corporate groups
• Build, lead, and develop the commercial team in Spain (KAMs, BDMs, inside sales—depending on final structure).
• Define individual and team targets (average ticket, churn, customer expansion, etc.).
• Provide coaching, performance feedback, and ongoing training.
• Drive a high-performance culture focused on results, collaboration, and customer value.
• Ensure effective use of the CRM for opportunity management, forecasting, activity tracking, and pipeline visibility.
• Prepare periodic commercial activity and performance reports for regional/global leadership.
• Represent the company as the senior commercial leader in Spain, building trusted relationships with strategic clients at executive level (C-suite, HR, Operations, Finance).
• Develop and manage a partner ecosystem (consultancies, system integrators, HR tech partners) that generates opportunities and adds value to the solution.
• Represent the company at sector events, conferences, and professional forums (retail, healthcare, HR, technology), strengthening market positioning.
• Establish and monitor key commercial KPIs:

Pipeline volume and quality

Conversion rates per stage

Recurring revenue (ARR/MRR)

Position requirements

• University degree in Business Administration, Engineering, Economics, or similar.
• Postgraduate studies in Commercial Management, Marketing, Digital Business, or an MBA are highly valued.
• Strong command of CRM tools (Salesforce, HubSpot, Dynamics) and office software (Excel, PowerPoint, etc.).
• Very high level of English
• Minimum 8–10 years in B2B technology sales, ideally within SaaS environments.
• At least 5 years in senior commercial leadership roles (Sales Manager, Country Sales Lead, Commercial Director), ideally with team management responsibility.
• Proven experience selling to large accounts and complex corporate environments.
• Strongly valued experience in Workforce Management
• Strategic vision and strong results orientation.
• Hands-on, pragmatic profile capable of combining leadership with operational involvement.
• Excellent negotiation and executive communication skills.
• Influencing capability and long-term relationship building.
• Strong leadership, able to motivate, develop, and retain sales talent.
• High customer orientation and consultative mindset.
• Analytical skills to interpret KPIs, performance data, and market trends.
• Resilience, initiative, and autonomy in high-growth and changing environments.